Exact Plan

Most people become lax at maintaining their professional business network when they’ve worked with a company a while. With the constant rounds of mass layoffs, having a dead or outdated business network can mean business suicide to even the most skilled expert.

Whether you’ve been laid off and are looking for work or are a small business owner trying to grow a business, connections are crucial for business success. But it’s not so much who you know as who knows you. And that means networking effectively should be one of your priorities. Here are a few tips to help you get the results you seek from business networking.

- Before you go to a networking meeting, be prepared with a goal. Who do you want to meet? Why are you there? Have a conversation icebreaker ready to get to know the right people.

- Don’t reserve every seat and act like a grump if someone unfamiliar wants to sit there. Welcome the opportunity that a stranger presents. They may be your next prospect.

- Treat referrals like gold. Contact the referral within a day, if possible. Let the referrer know how things went.

- Online, your email creates the first impression just like your physical presence does at face-to-face meetings. Be the business professional that you are.

- Any email you send has the potential for being forwarded to an untold number of people. Before you press the “send” key, give your message the “front page” test. Ask, “How would I feel if this made the front page of the newspaper?”

Denise O’Berry is a small business expert who helps small business owners grow their business with less effort. Additional business networking tips may be found in her guide — “101 Nuggets to Power Up Your Schmooze-Ability” at http://www.deniseoberry.com/101tips

The company Trilegiant counts itself as one of the biggest third party service providers in North America organizing loyalty initiatives. Liaising with several service and retail names, a significant number major firms in health, shopping, entertainment, consumer protection organizations among many more — Trilegiant sets out to enhance their members’ buying experience.

The names of Mr. Nathaniel Lipman and Trilegiant are not unfamiliar to the business world. Founded in the state of Connecticut, the business opened more than three decades ago and now covers work in a full six states, eight sites, and approximately 3000 well trained members of staff. This growth helps them cater to upwards of 25 million customers spread across the United States.

Make sure to check out our reliable page for Nathaniel Lipman information…

Mr Lipman’s goal is to provide risk free deals, allowing members to ensure value, save money, all without buying becoming awkward. Projects like Buyers Advantage, just as an example, offer subscribers inexpensive long term warranties, return guarantees, and repair cost insurance to ensure property are safe and secure. There are other programs on offer such as HealthSaver — which deals in affordable healthcare with no drop in quality — just to look at one example.

It’s the occasions when the company’s attention turns to the local neighborhood that Trilegiant can shine. One-off fundraisers coming from within the company by even smaller factions of the workforce can raise charitable contributions of tens of thousands of dollars in around 5 days — unquestionably the sign of a devotion to be admired.

Every bit as essential to Trilegiant is getting information to the general public. A fact that worried the workforce was that, in just 2005, there were about six million four hundred and twenty thousand documented car collisions in the United States of America. An accurate number would actually be far higher — they can’t measure the unreported collisions, and “accidents” don’t include road rage incidents.

Nobody would want their own motorcycle to be included in these statistics, particularly the nastier accidents, and for the past two years Autovantage car club subscribers have been receiving copies of the business’s yearly “road rage” surveys. In these factsheets, Autovantage reveals important and helpful tips aimed at raising your awareness concerning these serious topics.

And so there it is; Trilegiant, a great example of a company which realizes how necessary the health of its community really is. Offering as they do schemes intended to benefit clients’ buying experiences and genuine devotion to important causes they demonstrate where their heart is. They’re just what you would desire from a consumer assistance-mind firm.

Volunteering — a bridge to a closer community, and helping your local needy. And actually, it’s really much less hassle to volunteer when an event has been organized for you. And don’t you think that with your co-workers volunteering alongside you you’d all have more fun? The obvious step, then, is for other companies to take a cue from far-sighted firms like Adaptive Marketing LLC. In addition to shopping and financial benefits programs like Your Savings Club (MVQ*CLUBSAVE) intended to benefit consumers, Adaptive Marketing handles the organizational duties so that its employees have the time to help the community.

Such initiatives used to be rare, minor events — but this has come to be seen as a bare minimum. Shoe recycling initiatives and more energetic campaigns like tree-planting events — these are just some of the activities that have been arranged by Adaptive Marketing for its staff. Once all the information — location, time, date, type, et cetera — had been posted in advance it is a simple matter for employees to set aside the time they’d volunteer and how they’d be using it. It’s hardly volunteering if there’s no opportunity to select initiatives. At Adaptive Marketing, the firm behind Your Savings Club (MVQ*CLUBSAVE), staff have the chance to choose from a wide variety of programs. Prior projects have ranged between areas as diverse as aid and assistance for children and young adults, environmental projects, and events supporting artists. Often, the more the volunteer enjoys it, the more gets done, so by providing such a variety of programs Adaptive Marketing guarantee that their employees will make progress on all the initiatives. If companies urge staff volunteer at a local school, it is frequently during an individual event or a regularly scheduled task. Even if you’ve only got enough time to lend a hand with the public library’s used-book sale or a Saturday morning park clean-up, you’ve still got plenty of time to make a difference.

It’s common practice for business firms to help to support the community in which they’re based. Community goodwill is generated by the actions of Adaptive Marketing’s members of staff over the course of company-sponsored programs like the ones outlined in this article. Another aspect is, the benefits of volunteer work include the knowledge that you’ve done something good and worthwhile — a positive feeling that leaves not just the worker but the whole company feeling better. Creating the opportunity to help employees to volunteer is its own reward.

Most outstanding CEOs are enthusiastically embracing philanthropy these days. You’ll very probably have encountered Mr. Naveen Jain’s name in connection with him being the co-founder & CEO of Intelius, Inc. the predictive intelligence market leaders. Beyond having made the Forbes list “400 Richest in America” 2000, this enterprising entrepreneur has been given various reputable awards, foremost the WSA Industry Achievement Award, the Albert Einstein Technology Medal, and the Ernst & Young Entrepreneur of the Year Award, to name merely a small selection. But that is not the end of the story. This is because Mr. Jain and his family are every bit as passionate about philanthropy and will endeavor to help others whenever the opportunity arises.

All our expectations for the future are carried in today’s young generation. Naveen Jain also regards children as the deserving core of his endeavors and he tries to take advantage of every chance he gets to help them. This, too, is why he is always meticulously taking advantage of every chance available to him to lend a helping hand wherever at all workable. So, Naveen Jain, his kin and the staff at Intelius devote their time and efforts to diverse charitable foundations for example the Vedic Cultural Center, Child Rights and You (CRY), and the Bellevue Boys and Girls Club. As one would expect, they will hand out ample material assistance, but more importantly they devote plenty of time and care to the kids who need it the most. Beyond this, he is sponsoring the Children’s Hospital, hoping to elevate the state of children’s health.

With Naveen Jain being a former student of the Indian Institute of Technology and XLRI Jamshedpur, it comes as no wonder that professional training enjoys a particularly important preference in his charitable operations. This encompasses campaigns and deserving causes local, state, and nationwide. Thus Intelius and its CEO are sponsoring support agencies and philanthropic foundations e.g. Hopelink, the Indian American Education Foundation and TreeHouse. Feeding the world’s starving is another crucial challenge to Jain and his relations and to him, it makes not one speck of difference. Although Naveen is cognizant that the task of finding food for all the planet’s famished is a staggering one, he is also aware that the impossible can indeed be reachable if only everyone endeavors towards a common end. If this entrepreneur gets his way, the final curtain will definitely come down on famine and poverty everywhere at some point. You would imagine that functioning as the man in charge of a spectacularly prosperous market leading enterprise and a devoted spouse and parent would leave him with no spare time for charitable projects. But he makes certain that all of his altruistic undertakings is given all the assistance he can conceivably marshal. To summarize, this energetic man is certainly more than a mere pioneer of industry. He is (arguably even more important) also a perfectly unique personality and an authentic community patron.

Most if not all eminent entrepreneurs are going into philanthropy nowadays. You are certain to have come across Mr. Naveen Jain in connection with him being the CEO and co-founder of Intelius, Inc. the renowned information commerce company. As well as making the Forbes list “400 Richest in America” in 2000, this maverick businessman has been bestowed various prestigious awards including the Albert Einstein Technology Medal, the WSA Industry Achievement Award, and the Ernst & Young Entrepreneur of the Year Award. But that is positively not the end of the story. That’s because Naveen Jain and his family are equally as zealous about their beneficent works and will seek to assist others as often as they can.

There’s no doubt about the fact that our young ones are indeed the world’s number 1 resource and indeed its entire future. Naveen Jain also regards them as being at the very focus of his endeavors, and he uses any opportunity he encounters to aid them. This, too, is the primary reason why he is always intensely using every opening available to lend a helping hand wherever it seems even remotely viable. So, Naveen Jain, his relatives and his workers at Intelius, Inc. give their time to various charities such as the Overlake Service League, the University Preparatory Academy, and Child Rights and You (CRY). They assign magnanimous material assistance but even more importantly they dedicate their time and attention to the most disadvantaged and vulnerable children. Naveen Jain also helps the Children’s Hospital in an attempt to restore children’s health too. Seeing that Naveen Jain is a graduate of XLRI Jamshedpur and the Indian Institute of Technology, it comes as no wonder that formal education holds an extremely important preference in his benevolent endeavors. This incorporates movements and deserving causes that are local, state, and nationwide. Thus, Intelius and its CEO are assisting voluntary organizations and charities, for example the Vedic Cultural Center, TreeHouse and the Bellevue Boys and Girls Club.

Feeding the world’s famished is an additional fundamental litmus test for Jain and his kin and to him, it makes not a speck of difference. Although Naveen is aware that the enterprise of locating food for all the planet’s starving is a phenomenal one, he is also cognizant that the unfeasible can actually be positively realistic when the whole world endeavors towards a unified end. If this business leader really achieves his goals, the final curtain will certainly come down on famine and poverty in the world some day. One may well imagine that being the man in operative command of a thriving business in addition to being a devoted spouse and father would leave hardly any time for donating and support. Yet Naveen ensures that all of his humanitarian projects is given all the help he can plausibly contribute. In summary, this altruistic man is indisputably way more than your familiar trailblazer of Internet commerce. He is, beyond that, also a remarkable person and a genuine pillar of his community.

You have probably seen mention of Mr. Naveen Jain as being the co-founder and CEO of Intelius, Inc. the market leader in background checks and public records services. On top of gaining his place on the Forbes list “400 Richest in America” 2000, this highly successful businessman has been honored with an assortment of notable awards, foremost the Albert Einstein Technology Medal, the WSA Industry Achievement Award, and the Ernst & Young Entrepreneur of the Year Award. But that is certainly not where it ends. Because Naveen Jain and his relations are equally as enthusiastic about their charitable efforts and will endeavor to give assistance to needy people whenever they are able to.

Our kids positively constitute the world’s most priceless resource. This enterprising man regards children as the principal focus of his charity organizations and he takes any occasion he happens to encounter to assist them. This, obviously, is why he is always diligently using every possibility available to him to lend a helping hand if even remotely viable. In consequence, Naveen Jain, his kin and his staff at Intelius, Inc. dedicate their time and efforts to charities like United Way, the University of Washington, and the Overlake Service League. They offer magnanimous monetary assistance, but most importantly they pledge plenty of time and care to the youth who require it the most. Mr. Jain also gives aid to the Children’s Hospital in an effort to restore children’s health too. And since Jain is a graduate of the Indian Institute of Technology and XLRI Jamshedpur, it comes as no wonder that education has been assigned a tremendously significant preference within his philanthropic activities. This embraces movements and deserving causes local, state, and nationwide. Therefore Intelius and its CEO are helping support agencies and philanthropic foundations like the Bellevue Boys and Girls Club, the Vedic Cultural Center and the Indian American Education Foundation.

Providing for the planet’s famished is another central test for Naveen Jain and his relations and he refuses all differentiation as to whether the individual in need is a mere baby or old, or where they are domiciled, be it the greatest conurbation or the loneliest slum. While Naveen is quite mindful that the ambition to feed every destitute person in the world can seem to be an insurmountable task, he also recognizes that the unattainable can truly become feasible if everybody toils together. If this CEO obtains his objectives, the final curtain will is bound to come down on famine and neediness on this planet at some point.

One might imagine that functioning as the man in charge of a wildly flourishing market leading company plus being a dedicated family man would leave him little free time for charitable acts. Yet Naveen ensures that all of his benevolent enterprises is given all the assistance he can possibly donate. Indeed, this doggedly energetic entrepreneur is undoubtedly way more than just a business maverick. He is actually a highly humanitarian minded person and a veritable community champion.

Networking, Ugh!

Much like the thought of marketing and sales, the thought of networking may make you cringe. For most solo-pros, service professionals, and small business owners, they hear the word networking and it brings to mind the old business standard of promotional networking at ‘meet & greet’ events where it’s understood and accepted that everyone is there to schmooze and subtly manipulate one another in an attempt to gain some advantage, for themselves or their business, which will increase their bottom line.

Who wouldn’t cringe at the thought of spending an hour or two exchanging banalities and sales pitches with a phony smile plastered on your face to hide your discomfort, in an attempt to ‘use’ someone else to get a leg-up on the competition or to boost your profits, only to walk away with a pocketful of biz cards and the prospect of hours of work to continue the charade through email and by phone? It feels uncomfortable, self-serving and deceptive. Chances are all those biz cards you collected will end up in a drawer of your desk never to be seen again because you’ll so dread following up that you’ll procrastinate doing so until they’re forgotten.

The good news is it doesn’t have to be that way! The Book Yourself Solid networking strategy operates from an entirely different paradigm; it’s all about connecting and sharing with others, and all you have to do to begin to employ it is to shift your perspective from one of scarcity and fear, to one of abundance and love. With the Book Yourself Solid Networking Strategy, the focus is on sincerely and freely giving and sharing, and by doing so, to build and deepen mutually beneficial relationships with others. It’s all about making lasting connections.

© 2005 Michael Port & Associates LLC

Get more clients with Michael Port, expert marketing coach for small business owners and professional service providers. Free small business resources, networking opportunities, articles, advice and coaching on professional services marketing at http://www.michaelport.com . Receive a free chapter from ‘Book Yourself Solid’ at http://www.bookyourselfsolid.com

Do you know how to ask for what you want in a way that gets you results, especially when it comes to asking for referrals?

When asking anyone for anything, there are 5 key elements to keep in mind (and use). When you do, it dramatically increases your chances of getting what you want.

One of these elements is making sure that the person you’re asking, is willing and able to do what you want. And this is one of the things most people often overlook, when asking for referrals.

Think about the last time you asked someone for a referral.

• Did you check first to see if he or she was willing and able to give you the kind of referral(s) you wanted?
• Either way, did you get what you wanted? Why or why not?

Well, here’s an example of how you can apply the concept of verifying someone is willing and able to do what you want, when asking for a referral.

Let’s say you have a “lead” that you think is a good prospect for you.

This “lead” could be a person or an organization. And since it’s a “lead”, it means that you probably don’t know each other. So any conversation you have with them would have to start with a cold call. (For the difference between leads and referrals, look for my article on this topic.)

Now, let’s also say that you think one of your long-time customers may know this lead. So you approach this long-time customer for help. (By the way, this is another good example of networking — leveraging existing relationships.)

Ideally, you want this customer to refer you to the “lead”, so you can avoid a cold call.

But you start with a small, manageable request: you simply ask whether your customer knows the lead.

If yes, you make another small request: would your customer be willing to share some information about this lead based on their working relationship, so you can decide whether this lead is a good fit for your products/services.

Through these incremental questions and conversation, you gradually work your way up to your final question: would your customer be willing to introduce you to this lead? And when doing so, also explain to the lead why he or she was making the introduction?

At this stage, if your customer agrees, you’ve accomplished several things:

• you’ve converted a “lead” into a “referral”,
• you’ve avoided a cold call, and
• you’ve greatly increased your chances of actually talking with this referral.

You may have also acquired useful information from your customer about this prospect, which you can use to your advantage during your conversation with the prospect.

If you notice, throughout this example, you asked for very specific and “manageable” things, and each time you checked in to make sure the person was in a position to give you those specific things. And in the end, these small, incremental requests added up to getting you exactly what you wanted.

This is just one example.

However, you can probably see that the same principle can be easily applied to any conversation or situation.

(c) Copyright 2006, Srirupa Dasgupta

Sri Dasgupta helps business professionals get better results from their business networking efforts. She is the author of the Effortless Networking, and writes regular articles offering business networking tips and related resources.

Networking and work-of-mouth marketing has become an essential business skill. We tend to intuitively realize this. However, how well do we do it? Do we set goals and objectives like we do for other business projects and marketing initiatives? When I speak with other business professionals I find that most fully realize the value and power of networking but that they often have a hap hazard approach to networking. Here are some thoughts and advice on how to be spectacularly effective as a networking professional.

Image that you are getting spectacular networking results.

What would that mean? What goals would you have achieved? Who would you be networking with? What problems would these spectacular networking results be solving? These are important questions and your networking activity should be based on the answers to these questions.

Have you ever gone to a networking event and mingled around a bit, talked to a few people and then left? These results were certainly less than spectacular. Have you left without any appointments? Have you left after getting only a few business cards from people to follow up with or perhaps even none? Have you left without even the thought of following up with anyone? If so then you have wasted your time attending the event.

I suggest an approach at a networking event that is virtually guaranteed to boost up your networking to the spectacular level.

Here is what I suggest:

Don’t even think about trying to sell at a networking event. Focus on building your network. Focus on helping others to build their network or to help others reach people that could use their product or service. In short, help others. If you try to sell at the event then you a playing a hit or miss game. If people do not need or want what you are selling you have no chance to make a sale and if you continue to try then you will only turn people off and they will close up to you. This is the last thing you want to have happen. It is a rare networking event that gives to the opportunity to sell and I hope that this is not news to you.

Imagine changing your thoughts about networking into ones of building your network rather than ones where you try to make a sale. What would happen if you changed your approach in networking from “selling”, to getting to know as many people as possible, and then getting them to introduce you to someone who can use your product?

People usually respond well to anyone who will help them achieve what they want. So, shouldn’t you be trying to find out how you can help as many people as possible? Become their referral source. If you help them they will respond in kind by helping you reach more people. Learn how to help the people you meet.

Once you have replaced the “selling” attitude with the “helping” attitude. You are ready to move onto the next phase. This is where things can really get interesting. Now it is time to focus on networking with right people. For spectacular results you need to be networking with the right people.

What are the characteristics of the right people - the right people for you?

• Network with people that think like you do. They are not there to sell but rather to help others and to expand their network.

• Network with people that are good at helping others.

• Network with people that know the people you want to do business with.

• Get together with people that know lots of other people. For example business leaders usually know lots of other people and they know other business leaders.

Where do you find these people?

• Choose events where networking is not only expected but encouraged.

• Join a networking group. One such group is BNI. BNI is a formalized networking organization and the focus is to not sell to the group but rather to increase a member’s network and to generate sales outside of the group.

• Attend networking events where everyone is not trying to sell to everyone else.

• At an event observe people that appear to know many other people. These people have dedicated significant time to building their network. They can be extremely helpful once you get to know them.

• If an event has a host or people to help with introductions then ask to be introduced to the people you want to meet. Remember that you want to meet people that can help you build your network. You want to meet with people that you can help by expanding their network.

• Always be on the lookout for “Power Networkers”. Power Networkers are the people with all the right characteristics.

How do you meet these people?

• Building a network is the same as building a relationship. Always keep this in mind.

• Ask to be introduced and then make a genuine effort to learn about the other person. If you cannot be introduced then introduce yourself. Always be genuine and learn about the other person.

• Make arrangements to meet again to find out how you can help that person with network building. As long as you remain on target about helping the other person you soon enough will be asked how you can be helped with referrals for business or to expand your network. This activity powers up this relationship and it benefits both parties.

• Set goals for a networking event. For example, have a goal to meet 10 people and come away with two follow-up lunches or two follow-up meetings.

• Do not be too quick to offer referrals. Protect your contacts and only refer when you know more about the people you have just met. This is why a follow up meeting is so important. Show an interest in learning more about the other person, the products and services and their ideal clients.

• Offer to meet on a specific problem they may have mentioned to you. Again, if you approach this with the intent to help the post-event meetings will be easier to arrange.

Some Ideas on How to Maintain Your Network

Set up a way to stay in touch.

• Use e-mail to send ideas and additional networking thoughts and tips.

• If you publish a newsletter then put your new contacts on your distribution list after asking their permission.

• Once you get to know them better send a note or card on their birthday. Birthdays are often ignored and you can stand out by being the one that has remembered. Also note that people are flooded with Christmas and Holiday cards. It is harder to stand out from the rest by sending a card during the holidays.

• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.

• For people that you want to get to know better invite them out to lunch.

• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.

Final Comments

Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.

The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.

So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).

Set specific goals for networking events relative to people to meet, types of people to meet and follow-up meetings made.

Gary Horsman is President of WSI Global Reach which is an Internet Marketing company located in Woodstock, Vermont. He is a member of BNI - an international networking organization - and has contributed to his BNI Chapter as Vice President, Educational Coordinator and is currently the Chapter Mentor and a Visitor Host. He also serves as an Ambassador for BNI New Hampshire. Ambassadors help BNI Chapters to achieve their objectives. He firmly believes in helping other achieve their goals.

A few years back when I moved to Charlotte, NC for the first time, I came with high hopes of starting my business for the first time. We picked Charlotte because it was a growing city with a lot of potential. There was a booming down town and cultural events were starting to make their way to the area.

I didn’t know a soul in town so I did what any self respecting business professional would do! I opened the Yellow Pages and started calling. I called the first company that listed Public Relations. And literally that was ALL I needed to do! From that one call, I met everyone I needed to in the city and within weeks!

What happened was this. The man on the other end of the phone said, “what are you buying or what are you selling?” I said, “neither, I’m a new in town, a former celebrity agent and I want to meet people”. That opened the conversation, and he gave me 5 names which I followed up on, and they gave me names, and so on and so on. Before I knew it, I was hosting a party at my house for 50 people… all new friends!

Granted, now that I’m a mommy, my social network has to do more with fundraising for the schools than with building my business. But I still use the same concept when I’m out and about, and I encourage my clients to do the same.

When meeting new people, identify with people for who you WANT to be, or who you WANT to meet. For instance, you are currently at “xyz” company but HOPING to make a career switch into “the dream job”. This way, people will respond to this and if they have any contacts that might be able to help, you’ve opened the door.

After they’ve been gracious to offer help if they can, then turn the conversation immediately over to them. What do THEY do, where are they from or how do they like this lovely city where you now both live? Give them a chance to show their expertise, and share about their life. Be enthusiastic about what they’ve done and ask questions.

When you depart, ask them if there is anyone else that they think you might enjoy meeting? Then promise to email them the next day to follow up. When you write them the next day, be sure to thank them and offer to help them if they need it.

Start keeping a list of new people that you meet and what they do and what it is that they WANT. If you can bring value to these people along the way somehow, then they’ll remember you and be a resource for you when you need it too.

Moving to a new city, or starting a new business are great times to start networking. But growing your network of new contacts or friends can happen at any time you want. And all you have to do is to open the phone book and start calling!

Mary Gardner, The Charisma Coach! is an Executive Communications Consultant and Trainer. She works with, coaches and trains individuals, sales teams, executives, and celebrities. She owned and operated one of the first coaching institutions on the east coast, CCI, in NYC, Philly and NJ. Mary has appeared on ABC’s 20/20 and has self published a book on public speaking. Mary is married to Sway and is mommy to Jeremy 5, and lives in Orlando, FL.